Basic Sales Skills Course

• Our basic sales training is ideal for anyone new to a sales role, or who has a little experience but no formal training and would like to understand more about the sales process and develop their selling skills.
• The course will be tailored to your marketplace and industry sectors and we will use your own examples of customers, clients and targets for discussion and role-play practise.

As a follow-on to the introductory sales training, we also offer intermediate sales training aimed at consultants, experts and professionals. This two-day course further develops the participants’ selling skills in progressing the sale, gaining customer commitment and overcoming customer concerns and objections.

Course objectives

By the end of this one-day basic sales training course, the participants will:

• Understand what makes a great sales person.
• Follow a customer-focused sales process to guide their sales conversations and match the buying cycle.
• Create a great first impression and opening to a sales conversation.
• Identify needs and opportunities through effective questioning and listening.
• Introduce services and products using features and benefits.
• Gain commitment from customers when closing the customer conversation.

See course overview

What makes a good sales person?

• Exercise – a typical sales person
• What is selling?
• Behaviours, skills and mindset of a good sales person
• Facilitator presentation, small group activity, plenary discussion, individual reflection

How people buy

• The buying process
• Principles of great customer-focused selling
• The sales model
• Applying to your business and role
• Facilitator input, discussion, partner work

Opening a sales conversation

• Outbound and inbound sales calls
• Face-to-face meetings
• First impressions
• The impact of verbal and non-verbal behaviour
• Practise

Building rapport

• Importance of rapport and relationships
• How we build rapport in a sales context
• Levels of rapport
• Small group work, facilitator input

Fact finding and uncovering needs

• Listening skills; face-to-face and on the telephone
• Active listening
• Questioning skills
• Open and closed questions
• Summarising
• Small group exercises, facilitator input, discussion
• Developing questions related to typical buyers and the organisation’s products and services
• Small group work

Proposing a solution

• Defining features, advantages and benefits
• Understanding the features, advantages and benefits of your products and services
• Presentation, group exercise, practical activities in pairs

Closing the call and gaining commitment

• What is closing?
• Barriers to closing
• Checking skills
• Buying signals
• Asking for the business/next steps
• Facilitator input, partner work

Practice sessions

• Practising a ‘real’ sales scenario in triads
• Feedback
• Group review of learning

Follow through

• Importance of organisational skills and follow-up
• Follow-up actions
• Monitoring next steps
• Buyer’s remorse
• Facilitation and group discussion

Learning review and feedback

• Review workshop and personal objectives

The training will be supported with:

• An optional participant pre-course questionnaire and/or pre-course reading introducing basic sales techniques for non-sales people.
• A colour printed workbook with selling tips, techniques and space for personal notes

Check pricing

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